Director of Strategic Alliances

Summary

Join Huntress as the first Director of Channel and Strategic Alliances, a fully remote position offering a competitive salary and equity. You will spearhead the development and expansion of strategic partnerships and high-volume channels, including OEMs, alliance partners, and resellers. Collaborate closely with senior management to identify and capitalize on new opportunities to boost revenue and market presence. This role demands a proven track record in building and managing successful partner alliance channels within a B2B SaaS environment, particularly in cybersecurity. You will be responsible for pipeline generation, program evangelism, and sales enablement, ensuring Huntress's field readiness and partner success. The ideal candidate possesses strong communication, organizational, and relationship-building skills, along with a deep understanding of the cybersecurity ecosystem.

Requirements

• 7+ years of experience leading a strategic alliance, channel, or business development function within a B2B SaaS environment within cybersecurity
• Proven track record of building and managing successful partner alliance channels that contribute significantly to revenue growth
• Demonstrated success in strategic alliance leadership, particularly within a high-growth environment
• Deep understanding of the cybersecurity ecosystem and ability to identify synergistic partnership opportunities
• Exceptional relationship-first mindset, comfortable navigating from front-line sellers to executive levels within partner organizations
• Possesses "hunter DNA" blended with programmatic discipline, capable of initiating new relationships while maintaining rigorous tracking and reporting
• Excellent storytelling and presentation skills, with the ability to translate technical capabilities into clear business outcomes for partners and joint customers
• Strong communication, prioritization, and organizational skills with a bias for clarity and action
• Ability to work independently and collaboratively to establish regular planning cadences and achieve joint targets

Responsibilities

• Serve as Huntress's primary strategic and operational leader for key channel and alliance relationships
• Nurture and expand day-to-day relationships with national resellers, VARs, OEMs, and channel leadership
• Establish regular planning cadences for partner and customer targeting, pipeline generation, deal registration, and readiness for both Huntress and partner sales organizations
• Lead the development and deployment of mutual sales materials and facilitate regular account planning, sales calls, and customer briefings with partners
• Proactively identify and assess new market opportunities and develop effective strategies for partnership and channel expansion
• Originate and qualify opportunities with partners, track them through the sales cycle, and shepherd them to closure with delivery teams
• Develop and execute joint go-to-market plans with strategic partners, outlining strategy, execution schedules, resources, and budgets
• Drive program evangelism through joint lunch-and-learns, roadshows, executive briefings, and webinars highlighting Huntress's offerings mapped to partner solution plays
• Plan and execute joint events, digital marketing strategies, and content creation with strategic partners
• Ensure Huntress field readiness enablement, including sales enablement programs and training for new and existing channels
• Facilitate partner and Huntress account team introductions, meetings, account team mapping, and planning
• Introduce and facilitate key sales leads within Huntress and partner organizations
• Participate in Quarterly Business Reviews (QBRs) and track progress against agreed-upon targets, including pipeline velocity and deal value
• Identify and develop customer evidence, success stories, and case studies in collaboration with partners

Benefits

• 100% remote work environment - since our founding in 2015
• Generous paid time off policy, including vacation, sick time, and paid holidays
• 12 weeks of paid parental leave
• Highly competitive and comprehensive medical, dental, and vision benefits plans
• 401(k) with a 5% contribution regardless of employee contribution
• Life and Disability insurance plans
• Stock options for all full-time employees
• One-time $500 reimbursement for building/upgrading home office
• Annual allowance for education and professional development assistance
• $75 USD/month digital reimbursement
• Access to the BetterUp platform for coaching, personal, and professional growth